You are a marketer.
And what do you do as a marketer?
You make people understand that you have a solution to their problems.
But you fail to make them trust and buy from you.
And this prevents you from cashing in mucho dineiros.
So what’s the solution?
I discovered three unique aspects in the personalities of all top marketers.
Those aspects make people naturally flock to and do business with them.
They are simple. They are easy. You can apply them today, to position yourself as an expert in your market, while making people happy to work with you and give you their money.
And they are yours in today’s podcast.
This program is brought to you by the ThePodcastFactory.com.
Hi, my name is Igor Kheifets and this is the List Building Lifestyle, the only podcast
which delivers cutting edge conversion strategies from the online trenches straight to
your earbuds. Download the transcript of today’s episode and all future episodes at
listbuilidnglifestylesshow.com. I also invite you to grab a free copy of “The Wealthy
List Builder’s Survival Guide” at listbuildinglifestyleshow.com/survival and now
once again it’s time to claim your List Building Lifestyle.
Jonathan: Welcome back to another edition of List Building Lifestyle. Before I
allow Igor to take the mic and take over, I'm going to share a quick testimonial
or review that we received for the show. If you guys aren't giving us reviews and
you've listened this far, we are in episode 96 so get your ass over to iTunes and
give us a review. [laughter] So here we go. This is Ray Bowring and here is what
he says, "We have a saying in Australia. There has to be a better way to make quid
and after 20 years of doing similar shit, I still wonder why I do it. I left 2pm
yesterday afternoon, drive four hours carrying a trailer, two ton car park
sleeper," What the heck this guy is just doing too much work. He's got sore
muscles, whining managers, all kinds of things going on and here is what he says
about Igor. "Thank God, I met you and decided that this is no way to live within
the next six months as soon as I replace this income, I'm going to retire. All
those bastards who don't appreciate what people go through to provide a service."
So Ray I shortened up your testimonial but he is a cool guy. Ray is a cool guy.
He's doing too much work and he realizes that listening to Igor, listening to the
List Building Lifestyle is a way out of that crappy lifestyle. So Igor, hopefully
I didn't kill Ray's testimonial but what do you think about this guy?
Igor: Well, I mean it's a mouthful and I agree and Ray is like that. When he
starts talking, it's just and he goes on. That's why he actually writes really
good copy. He was one of the students who I trained who created a self-liquating
funnel believe it or not so he can actually buy traffic and convert all of it into
cash right away.
Jonathan: Oh wow.
Igor: And buy more. So right now he is just dealing with a few commitments that
are contractually obligating him to keep on doing that thing but unfortunately
that's where he is stuck but he is moving towards that goal. He's already making
good part-time income and definitely building a list, writing good emails and I
just wish him all the best and Godspeed in achieving the goal of finally retiring
because he's got three kids, I think two dogs, a wife, and he's always stressed
out. Always. Like the guy is always like in a hamster wheel, like classic hamster
wheel case and it's really great to see him moving forward like inch by inch, mile
by mile, he just moves towards that goal and very soon he is going to quit his day
job so I'm really happy for Ray.
Jonathan: Here's what I like about Ray, we talked about it in the last episode. We
talked about having that commitment and Ray is driving, dealing with crappy
manager, sleeping in his car while still building this business, sacrificing and
making it happen because he wants out. So respect to you Ray. So what do you have
for us today, Igor?
Igor: This is going to sound like a lot of just common sense talk at first but I
assure you today's episode has the potential to become a life changing to you
because this will shift the way you look at marketing. Because again we've talked
about this in the previous episodes but a lot of people don't really understand
what marketing means. They can say they are internet marketers. They can say they
buy traffic perhaps but what is marketing? What do you do actually? Well in my
opinion, marketing is your ability to take someone who doesn't trust you but has a
problem of some sort and talk to them or with them or just produce some sort of
content that speaks to them that gets them to trust you and that helps them
realize and recognize that you are "the solution" to their problem. So today, I
want to share the following: in my observations I've spotted that great marketers
have a firm grasp of the obvious and they are really, really good at calling that
obvious stuff out. So today, I would like to share three ways, three examples on
how to influence others by stating the obvious. Again doesn't sound like much, I
realize that but I assure you if you can hone this skill and get good at this
stuff, you'll be surprised how people will naturally kind of flock to you because
of how you present this material. First example: I want you to start naming bad
behaviors and mocking those who behave badly. So in the previous episode, we
discussed how people say they want to achieve a financial goal of $10,000 per
month but rather than wanting to do everything they have to do in order to achieve
that goal, all they do is they just want to pay other people so they do everything
that needs to be done in order to achieve that goal for them. So in other words,
their intentions contradict their actions. These are the same people that say they
are really committed yet they take Sundays off. These are the same people that say
they are willing to do whatever they have to do when it comes to learning like a
new skill like say writing emails, they say I'm not a good writer. This is the
kind of bad behavior that I'm talking about and being able as a marketer to your
crowd, to your fan base, to your niche, to say hey here is a behavior I'm spotting
with everybody that I talk to and here's why it's bad and even ridiculing these
people at times is going to move the people who listen to you closer because
Jonathan, we all know that a common enemy unites people. Right?
Igor: If we have a common enemy then we feel closer to each other and nobody likes
to admit the bad behavior. So when you talk about bad behavior, your market says
that's not me, I'm with you, man. We're buddies. We're pals. I'm not that. So
naturally, you get these people closer to you and then you can have a marketing
Jonathan: So Igor when you say naming bad behavior. I heard you talk about calling
it out. Do you also like actually give it names like people names who do this bad
Igor: Yeah, if I really feel creative at that time, I will give it names but for
the most part I just call people out. I believe I should probably give it more
names but the person that does this really well is Ben Settle, I think. He always
Igor: That's one of those subtle tricks that he uses. You know having his own
vocabulary if you will. Right? That's brilliant if you're building a tribe so
naming bad behaviors and even naming good behaviors will always work to your
advantage. I mean Frank Kern does real well. All the guys in the Syndicate used to
do it so definitely if you can if you feel creative enough to come up a sexy name
for good and bad behavior that you either want to ridicule or you want to enforce
then by all means do it. But know that it's not mandatory. You can still get away
and still really influence people by simply stating what that behavior is and it
has to be really bad by the way. It has to be bad to a point of that the person
who hears you talk about it feeling embarrassed that's what I'm talking about when
I say bad behavior.
Jonathan: Good stuff.
Igor: So number two is very similar but a little bit different, so don't confuse
these. Spot common behavior, shared by 80% or more of your clients and explaining
in detail what it is and how it's actually not supporting them in achieving their
goals. Now this is not the same as naming bad behavior. Bad behavior will be
probably be shared by about 10% or 15% of your market. Now the 80% of your market
will follow some sort of either old or just flat out wrong behavior pattern that
they have been told to follow. So when it comes to my market and as you guys all
know I am basically marketing to people who want to do email marketing and what to
promote business opportunities. I will probably talk about how most people are
taught to give value to their list. But by doing so, I will then say they are
killing their rapport with their list and they are putting the list on a pedestal
thus they are killing their own chances of making sales. That's what a common
behavior in my market is and how it's not actually productive at all. Again,
different from bad behavior which is flat out horrible.
Jonathan: No doubt, my man. No doubt. So what is the next one you have for us?
Igor: Well the third one is to look for ways that people contradict themselves and
point it out. Now this is done usually using a very specific example. As an
example, you can be potentially chatting to a prospective client, maybe it's a
Facebook chat, maybe it's an email back and forth or maybe if you have the balls
for it, it's a phone call. Because everybody is afraid of the damn phone call,
although that's probably the most effective way to close that sale. So let's say
you're chatting with somebody on Facebook. They say something that really doesn't
make any sense. I will give an example. Let's just say I'm chatting with somebody
who wants to purchase traffic hypothetically and I say okay so 500 clicks will set
you back 700 bucks. They say oh that seems like a lot of money. I will be happy to
purchase your traffic when I make money. Now think about it, Jonathan, how are
they supposed to make money if they don't have any new leads coming in?
Jonathan: Chicken or the egg, right?
Igor: If not by getting the leads and obviously they are coming to me for leads,
it means they don't want to buy from a cheaper source which is a really good
behavior by the way because you get what you pay for or maybe they tried the free
methods and realized they take forever or flat out don't work. Let's just take
social media, there are so many people trying to sell you something on social
media at this point it's like going into like a market in the Middle East where
everybody sells the same shit and just tries to haggle with you. I say to this and
I just call them out. I don't even try to convince them. I just call them out. I'm
like so how do you plan to make money if you don't invest money in getting new
leads for your business. Then I just shut up and let them recognize the stupidity
of what they just said. Now this is going to be a 50/50 chance. 50% of the time
they will say damn it you're right, I'm going to go and look for the money to
invest in leads and the other 50% will either try to come up with some other like
lame excuse like oh I'm on disability and I don't know what to do and they just
start complaining , they are just looking for a hand out, and the other group of
people will just shut up and never respond because they feel too embarrassed to do
it. But again all I've done is then tell them anything but call them out on their
behavior, I didn't judge that behavior when they shared it. I just observed it
from a third person view. I'm like okay you're saying you don't have the money to
invest but you're willing to invest when you make money so what's your plan to
make it so by doing so again you helped the individual to recognize how much they
are contradicting themselves and then change behaviors. Some will, some won't but
those who will definitely become clients.
Jonathan: Igor, I should have done this in the beginning but you were on a roll.
I wondering if you can tell us List Builders what's the difference between
marketing and sales?
Igor: Marketing is the conversation that happens between you and your prospect
before the sales take place. Sales is more of a closing experience. So then this
is when you actually have to ask for the money and the customer starts coming up
with a last minute objections and excuses as to why they can't invest or why they
have doubts or whatever. So marketing if you will is the pre-suasion process and
selling is when you have to gently push them over the fence.
Jonathan: So with the examples that you gave us today and the different methods,
the call outs, checking the bad behavior and all that stuff, does this make the
sale part of the transaction easier?
Igor: Absolutely. What it does is it allows them to see you in a totally different
light, in other words, we are happy to give money to an expert. We are happy to
give money to somebody who we trust has our best interest in mind, somebody we
know will solve our problem and someone we potentially feel connected with. So
these elements will allow you to create those perceptions within your prospects'
world. In other words, experts without exception will name that behavior and you
can see that if you just get on YouTube and type in "something", really just type
in any sort of problem, you'll see an expert talk about an issue and they will
call out the wrong solutions to that problem. So I remember listening to this
lady, I really don't remember her name, she was talking about people doing all
sorts of crazy stuff because they don't feel enough and she told a story of this
guy she went to visit in Hollywood. She arrives at this place, giant mansion;
there is a Porsche and Ferrari in the driveway. She knocks on the door and she was
basically told to go and see the guy because he was super upset and he refused to
sign some sort of contract for a movie. He opens the door and he's like what,
angry. She is like I'm here from this and this and I'm here to talk about the
contract. He says, I'm not doing that duh duh duh and he kind of gets into this
really emotional state. She says, you don't think you're enough which caught him
off guard. This goes to explain that this guy wanted to overcompensate for not
feeling enough by buying a big house, by buying a bunch of fast cars, making more
money and treating people down like talking down to people. That's the bad
behavior she called everybody out on. She basically took a segment of the audience
which was rich people and people who are successful. She said they strive to
achieve constantly and without stopping because they don't feel enough. So that's
kind of calling out a really bad behavior, this self-destructive behavior if you
will. It's subtle. It's so subtle in fact that the marketplace can't really
recognize what you're doing but it's so powerful that immediately after watching a
five minute video, I felt that this person is someone I can take my problems to
who will help me solve them.
Jonathan: Talk about an easy sale, right, because you're pre-sold at that point.
Igor: Absolutely. Absolutely not to mention that this video was shared with me by
my friend so it was obviously a viral effect. He was probably touched somehow by
this story or maybe it opened his eyes to his own bad behavior so he felt that I
too needed to see it because it was profound for him so he shares it with me. Bam!
There's a viral behavior. If you put out a video or write an email that kind of
calls people out their bad behavior, guess what? Not only are you persuading the
ones that read the email but also there is a potential for them to share this
information with others and give you free publicity.
Jonathan: Good stuff, Igor. As we are coming close to the end, anything else you
want to say before we wrap up?
Igor: Yeah, again just a reminder that great marketers have a firm grasp of the
obvious and they are not afraid to call people out on it and to kind of sum it up
and just finalize it. I'll give you an amazing example from real life because this
is not just about marketing; this is about real life too. Me and my dad and I took
him to Jerusalem yesterday to do his six month check up on his dialysis tubes that
he has in his arms where the machine is connected every other day. So we were
driving back and I told him that I wanted to find a music teacher for Ericka to
teach her the piano because she seems to like the piano. He says oh that's awesome
because your mom is piano teacher. Now I know that my mom is a piano teacher sure
but she hasn't taught in 25 years.
Igor: 25 years she hasn't taught anybody and that was back in the Soviet Union or
maybe it was post-Soviet Ukraine. I say okay so do you think mom can still teach?
He's says of course, of course she can teach. She's like the best teacher. She's
her grandmother. So obviously she's going to be a great teacher. I'm like oh cool.
So tell me please, dad, just share with me what do you feel is the advantage that
mom will bring to the table against or compared to a professional teacher that is
currently teaching and has been teaching actively every day for the last 10 years?
All of a sudden, my dad shut up. Then he says, well but she's her grandmother and
dah dah dah. I'm like okay awesome. I am all for it just tell me what's the
ultimate advantage that she brings to the table? Why will she be more effective at
teaching Ericka how to play the piano than a professional music teacher that's
constantly teaching that's working with kids for the last 10 years? I'm like
genuinely trying to find out what the advantage is because he's convinced; I'm
like maybe I'm missing something. Then he says, you're right, I mean a
professional teacher will probably do better as far as teaching her how to play
the piano. I'm like okay so we were to assume for a second that our goal is to
teach Ericka how to play the piano, would you agree hiring a professional teacher
would be more effective? He's like oh yeah, yeah, absolutely. That's it. No
argument. I would have probably have gotten so angry with my dad for days about it
if I didn't just call him out on it. So there you go.
Jonathan: Good stuff, man, alright so another episode of List Building Lifestyle
in the can. Thank you List Builders for tuning in. Thank you, Igor for sharing
little bits of your life with us. We'll be back with you next time.
Thanks for listening to The List Building Lifestyle Show, make sure to subscribe on iTunes
or Google. Play to never miss an episode because who knows just one conversion tactic
we share on the show might double your list and double your business. Download the
transcript of today’s episode and all future episodes at listbuilderslifestyleshow.com and
don’t forget to claim your complimentary copy of “The Wealthy List Builder’s Survival
Guide” at listbuildinglifestyleshow.com/survival . This is Igor Kheifets until next time we talk, have a good one.
This is the ThePodcastFactory.com.